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Home Case Studies Tapping into success
Close-up of hands holding pens over financial documents with charts and graphs. A calculator is on the table. The scene suggests a collaborative business or financial planning meeting.

Tapping into success

A large beer manufacturer was interested in gaining share of the Economy beer segment among its competitors. The challenge they faced was getting their Distributor Sales Representatives to focus on off-premise retail activity by setting up displays in retail locations.

Results

Because of the successful adoption of the program by sales reps, the company saw an ROI of 4:1.

Industry

Food and beverage

Problem space

Sales team motivation

Services

Branded merchandise

Communications

Recognition

Rewards

Technology

ElevateTM

SalesMaker

Raise the bar

A large beer manufacturer was interested in gaining share of the Economy beer segment among its competitors. The challenge they faced was getting their Distributor Sales Representatives to focus on off-premise retail activity by setting up displays in retail locations.

Motivate with rewards

Distributor Sales Reps (DSR) were tasked with submitting a display claim via their support incentive platform that we created. The claim included the account, the number of cases, the location, and an image. In return, the DSR was rewarded with points based on the case count in each display. The incentive platform became a merchandise redemption tool where we created exclusive merchandise available only to participating distributors.

Crack open success

Distributor Sales Reps embraced this program, submitting hundreds of thousands of claims, increasing the manufacturer’s gross margin per case. The number of cases sold doubled, and the manufacturer’s ROI was 4:1.

Thought Leadership

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